Resolving the salesperson competitiveness-performance paradox: The role of benign vs. malicious envy

IF 7.8 1区 管理学 Q1 BUSINESS
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引用次数: 0

Abstract

This research explores how salesperson competitiveness fuels both benign (positive) and malicious (negative) forms of envy, impacting sales performance positively and negatively, respectively. This study contributes to the sales literature by examining “self” and “other” oriented forms of competitiveness in relation to envy, investigating the effects of malicious and benign envy on sales performance, and showing that dedication can amplify the effects of benign envy on sales performance. The findings highlight the nuanced effects of the “double-edged sword” of salesperson competitiveness through both positive (benign) and negative (malicious) forms of envy on salesperson performance.
解决销售人员竞争力-业绩悖论:良性嫉妒与恶意嫉妒的作用
本研究探讨了销售人员的竞争力如何助长良性(积极)和恶意(消极)形式的嫉妒,并分别对销售业绩产生积极和消极影响。本研究通过研究与嫉妒相关的 "自我 "和 "他人 "导向的竞争形式,调查恶意和良性嫉妒对销售业绩的影响,并表明敬业精神会放大良性嫉妒对销售业绩的影响,从而为销售文献做出贡献。研究结果凸显了销售人员竞争力这把 "双刃剑 "通过积极(良性)和消极(恶意)两种形式的嫉妒对销售人员绩效产生的微妙影响。
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来源期刊
CiteScore
17.30
自引率
20.40%
发文量
255
期刊介绍: Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.
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